Do I need a partner in every country I sell into & how do I select and work with them? 

In order to provide goods and service into international markets, many companies choose to build a network of partners, working with local companies in many countries. This in-depth workshop will provide a framework for selecting and working with multiple partners. Topics covered include: 

• Distributors & Agents - what’s the difference & which do I need? 
• How to evaluate a potential distributor / agent 
• Location 
• Experience 
• Connectivity 
• Coverage 
• Communications 
• Culture 
• Trust 
• Exclusive or non-exclusive contracts? 
• How long should a contract last? 
• Where can I ‘find’ a ‘standard’ contract to use? 
• Applicable law? 
• Managing partners, building a long-term relationship 
• Communication 
• Setting sales targets 
• Training 
• During the pandemic 

 In addition, this workshop will also discuss tender based sales: 

• Tenders, the good, the bad and what to watch out for!
• The information you need to know
• Source 
• Liability 
• Schedule (and performance bonds).

Who should attend: 

• Company Founder, CEO, COO, CFO etc. 
• Export Manager / Director 
• International Sales & Marketing team. 

The workshops in this series are:

1. Finding and working with distributors and agents 

2. Selling to International schools 

 Each workshop will be on-line with a maximum of 10 delegates, providing ample opportunity to ask the facilitator in-depth questions and for group discussions of the issues raised. The cost for this workshop is £100 for BESA members and £145 for non-members. 

These workshops are presented by BESA working in partnership with EdTech Consulting